What is warm calling? The definition of warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Warm leads can be defined as prospects that have previously engaged with your company […]
There’s a new revolution in sales, and it’s moving quickly. Guided selling stands to change sales teams forever, and many of the most successful organizations are quickly employing it. In fact, Gartner found that 51% of sales teams have already deployed are plan to deploy guided selling software in the next five years. As B2B […]
Everyone feels the constant push-pull in sales. You want to make the big deal happen. However, the buyer isn’t yours to control. You want to push. You have to be patient. Pushy? Patient? You gotta be both. Being pushy is not about asking for the order. Buyers expect that from you. Though it has no […]
“Any fool can turn a blind eye but who knows what the ostrich sees in the sand.” Samuel Beckett. In school I was taught that ostriches buried their heads in the sand to avoid danger. It’s a great visual. But, it’s untrue. When ostriches encounter danger they can’t escape, they don’t bury their heads in […]
It’s a common refrain from salespeople. And it’s one I hear from people who are on a crusade to change what they feel are the unfairly held negative stereotypes of salespeople. It’s a common topic that people applying to be a guest on my podcast (Sales Enablement with Andy Paul) want to talk about. Which […]
Podcasts are gaining in popularity, especially in the sales world. According to research done in the first quarter of 2020, there are well over 1,000,000 active podcasts on Apple Podcasts and over 30 million individual episodes. Furthermore, 75% of Americans are familiar with Podcasts, and half of them are podcast listeners. If the US population […]
A predictive dialer is an outbound calling system that automatically dials from a list of telephone numbers, much like autodialers or robodialers. A predictive dialer automatically calls numbers until it detects a connection, then passes the call to a live agent. dialers screen out busy signals, voicemails, no-answers, disconnected numbers, and so on. So what […]
ringDNA is incredibly excited to announce the Selling with Purpose Podcast. Hosted by bestselling author Andy Paul, this limited miniseries explores nuanced and inspired conversations about what it means and how to sell with purpose in the era of COVID-19 and beyond. Join Andy as he talks with the world’s leading enterprise sales executives about […]
The ringDNA Selling Forward Conference brought together the world’s top sales and marketing thought leaders, attracting thousands of executives, managers, and reps from across the tech landscape. In over 20 sessions across two days, the speakers discussed the strategies, tactics and technologies needed for “the next normal.” They covered how sellers can expect to succeed […]
Who’s responsible for margin shrinking discounting to win a deal: managers or sellers? The finger of blame for this is invariably pointed at the sales rep. In truth, the responsibility rests with sales managers. It certainly is easy to blame individual sellers for rampant end-of-period discounting. Reps seem like the obvious culprit. However, my experience […]
What is the Definition of Inside Sales? The definition of inside sales refers to any type of sales that are handled remotely. Over the past decade, inside sales has come to be the dominant sales model for reps in B2B, tech, SaaS, and a variety of B2C industries selling high-ticket items. An inside sales model […]
A sales team cannot truly perform at its maximum without a sales playbook. The sales playbook contains everything your team needs to successfully close deals. This includes target prospects, buyer personas, their common pains and problems, call scripts, email templates, discovery questions, sample presentations, and competitor info. Reps use this information to understand the best practices, […]